Study On The Influential Factors Of Execution Of The Salesman Of Shanghai Volkswagen Automobile 4S Shop Based On The Factor Analysis Method

In 2015, Chinese economy is in transition, under the influence of economic environment, the competition between the automotive industries is especially intense. The "double down" of sales and price let a lot of cars go to seek survival hopes. The competition between automobile enterprises is the competition for market share, which makes the automobile enterprises pay more and more attention to the execution of 4S shop salesman. But, the execution of most of our country enterprise is weak. under this big background, this article set out to study the execution of the automobile 4S shop salesman, hope to be able to make the car companies understand the influence factors of salesman execution, and then through the execution evaluation model, they can find the cause why the sales executive force is weak, finally this paper will puts forward suggestions or methods for the promotion of salesman execution of the automobile 4S shop.In this paper, based on the research of the existing literature, the execution related theoretical results are summarized. Then, on the basis of existing research, this paper puts forward the influence factors of execution of the automobile 4S shop salesman, it includes four big systems: the enterprise organization system, management system, enterprise culture system and leadership system. The four systems are interdependence and mutual effect on the process of the execution of the salesman. On the basis of consulting a large number of literatures, this paper builds the depicting index of the influence factors of the execution of automobile 4S shop salesman, and constructs the survey questionnaire. Taking an example of Shanghai Volkswagen 4S store, by using SPSS software for factor analysis of small sample to perfect the index system, at the same time, the paper gives the evaluation model of the execution of the salesman. Then, in order to study the relationship between the executive power and factors, the paper use AMOS software in structural equation model to analyze. According to the analysis results, the paper ultimately comes to a conclusion: the enterprise organization system has a positive significant influence on the salesman’s executive; Management system has a positive significant influence on the salesman’s executive; Enterprise culture system has a positive significant influence on the salesman’s executive; Leadership authority system has a positive significant influence on the salesman’s executive. Finally, in this paper, the analysis results are analyzed, at the same time, the paper gives the suggestion for improving the salesman execution.